5 Courses

Develop your consultative selling skills through 6 practical modules: Define your target market Approaches that sell The Sales Interview Discovering prime buying motives How to close sales Overcoming stalls and objections In addition, learn to develop effective work habits, daily / weekly / monthl

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: Learn how to plan growth and increase revenue from existing accounts Develop skills to build and develop essential relationships to increase value and visibility Learn how best to create loyalty and customer satisfaction Identify how to set account targets and development plan for building contacts and cross-selling Develop persuasion and influencing skills to better define needs and develop opportunities Learn how to add value at all stages; plus gaining competitive advantage Develop an up-selling, cross-selling strategy 1 Performance metrics for account management Introduction to the PROFIT account management model Using practical tools to measure account performance and success Planning your account strategy - red flags and green lights 2 Relationships for account management How to build and manage key relationships Producing a 'relationship matrix' Developing a coach or advocate 3 Setting objectives for your account Developing an upselling cross-selling strategy Setting jointly agreed goals, objectives and business plans Planning session 4 Feedback and Retention - building loyal and satisfied customers How to monitor and track your customer's satisfaction Building a personalised satisfaction matrix Customer service review meetings 5 Influence Getting your message and strategy across to C-level contacts Being able to better develop a business partnership within an accountes 6 Teamwork and time management Working with others to achieve your account goals Managing and working with a virtual team Managing your time and accounts effectively 7 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

This programme has a simple objective: to help a sales team create and implementa comprehensive account development plan. If you want to earn strategic partner or preferred supplier status with your clients and customers then you need to add value to their business, consistently, and you can only do this if you have a plan - a key account management plan. This programme will help participants: Discover opportunities - through a deeper understanding of the customer's business Develop partnership - through a better 'value proposition' for the customer Increase repeat business - based on higher customer satisfaction Improve synergy - by getting everyone to 'sing from the same hymn sheet' Develop a collaborative account plan - validated by the customer and their own management Secure resources - management will align resources to execute soundly based account plans Win an increased share of 'customer wallet' - through systematic account development 1 The six principles of strategic account development Introduction to the PROFIT account development model:- Performance- Relationships- Objectives and goals- Feedback- Integration- Teamwork Practical account development strategies: overview and case studies 2 Performance Use practical tools to help you manage and measure account performance and success Design and build a monthly account dashboard for all sizes of account Prioritise and manage accounts and customers pro-actively and successfully, using proven planning tools Develop a cross-selling strategy to integrate products or solutions into the customer's business as closely as possible 3 Relationships How to build and manage key relationships within an account Qualifying and managing key influencers accurately Producing a 'relationship matrix' for each account quickly and easily Approaching and developing new contacts strategically Tools and techniques for successful tracking of contacts and call-backs Developing a coach or advocate in every customer organisation pro-actively 4 Objectives and goals Where are you now? - how to establish your competitive position within an account Know how to set, monitor and track key objectives for accounts over the short, medium and long term Selling against the competition - developing both long- and short-term sales strategies 5 Feedback - building loyal and satisfied customers The correct way to manage customer expectations and create listening loops within an account How to monitor and track your customer's perception and satisfaction with your organisation Building a personalised satisfaction matrix for each account Customer review meetings - best practice in building loyalty by regular joint planning events Understanding the concept of long-term customer value and the importance of adapting a customer-focused attitude 6 Integration How to integrate your products or solutions with the customer's business needs and processes Spot and react to early warning signals that may cause an account's loyalty to fade, reduce revenue or switch to a competitor Developing a loyalty strategy for key accounts or groups of smaller accounts Getting your message and strategy across to C-level contacts 7 Teamwork Working with others to achieve your account goals Gaining internal commitment from your organisation Managing and working with a virtual team Creating cross-departmental communication loops 8 Putting it all together Personal account reviews Personal learning summary and action plans

Looking for selling sites like eBay? You've come to the right place. While eBay is a well-established online marketplace, exploring alternatives can open up a world of opportunities for both buyers and sellers. This comprehensive guide delves into the diverse landscape of online marketplaces, highlighting the strengths and weaknesses of each eBay alternative to help you find the perfect platform for your needs. Why Consider Selling Sites Like eBay? eBay has long been a dominant force in online commerce, but it's not a one-size-fits-all solution. Many buyers and sellers are seeking alternatives to eBay for various reasons, including lower fees, a more focused target audience, or a simpler, more user-friendly interface. Whether you're a seasoned seller looking for a change or a buyer searching for unique items, understanding the diverse range of available alternatives can help you optimize your buying and selling experience. Find Out More: https://litcommerce.com/blog/ebay-alternatives-for-sellers/ Unveiling the Top eBay Alternatives The online marketplace landscape is rich with options, each catering to different niches and preferences. Let's explore some of the leading contenders offering compelling alternatives to eBay. 1. Bonanza: The User-Friendly Marketplace Powerhouse Bonanza frequently tops the list of best eBay alternatives, thanks to its intuitive interface and competitive selling fees. This platform is a haven for sellers seeking a streamlined listing process and robust tools to promote their products. Buyers are drawn to Bonanza's clean layout and wide selection of unique and often handcrafted items. The platform emphasizes fostering positive buyer-seller relationships, making it an excellent choice for those who value personalized interactions. 2. Etsy: Your Destination for Handmade and Vintage Etsy has carved a unique niche as the premier marketplace for handmade goods, vintage treasures, and craft supplies. It cultivates a thriving community of artisans, collectors, and creative individuals, offering a distinctly different shopping experience compared to larger, more generalized platforms. Whether you're a buyer searching for one-of-a-kind creations or a seller specializing in handmade or vintage items, Etsy provides a dedicated space to connect with your target audience. 3. Poshmark: The Fashion Resale Revolution Poshmark has revolutionized the way people buy and sell pre-owned fashion. With its social media-inspired interface, Poshmark fosters a vibrant community of fashion enthusiasts. Features like "Posh Parties" allow sellers to showcase their items in real-time, creating a dynamic and interactive selling experience. Whether you're looking to declutter your closet, discover unique fashion finds, or build a following of fashion-forward individuals, Poshmark provides a dedicated platform focused exclusively on fashion resale. 4. Facebook Marketplace: Local Buying and Selling Made Easy Facebook Marketplace leverages the vast reach of Facebook to connect local buyers and sellers seamlessly. This platform offers a convenient and accessible way to buy and sell everyday items within your community, often eliminating the need for shipping. While it may lack the comprehensive buyer/seller protections found on more established platforms, its simplicity and local focus make it a valuable alternative to eBay for quick and easy transactions. 5. Craigslist: The Classifieds Cornerstone Craigslist remains a stalwart in the online classifieds space, boasting a massive user base and a wide range of categories. While its interface is more basic compared to other alternatives to eBay, its sheer volume of listings can unearth hidden gems and great deals. However, users should exercise caution and prioritize safety when conducting transactions on Craigslist due to its relative anonymity and lack of built-in buyer/seller protections. Discover More: https://vocus.cc/article/67bd4653fd89780001dff489 Choosing the Right eBay Alternative: Key Considerations With a plethora of apps like eBay and specialized websites available, selecting the right platform requires careful evaluation. Here are some key factors to consider: 1. Fee Structures: Understanding the Costs Involved Different platforms have varying fee structures, including listing fees, final value fees, and transaction fees. Carefully compare the costs associated with each platform to ensure they align with your budget and selling strategy. Understanding the fee structure is crucial for maximizing your profits and making informed decisions. 2. Target Audience: Reaching the Right Buyers Consider your target audience and choose a platform that caters to their specific interests and preferences. Are you selling vintage toys? Consider platforms specializing in collectibles. Are you selling handmade jewelry? Etsy might be a better fit. Aligning your products with the right platform ensures you reach the most interested buyers. 3. Ease of Use and Features: Navigating the Platform Some platforms are inherently more user-friendly than others. Evaluate the features offered by each platform, such as shipping integrations, buyer/seller protection programs, and dedicated customer support. Select a platform that provides the tools and resources necessary for a smooth and successful selling experience. 4. Niche vs. General Marketplaces: Focusing Your Efforts Decide whether a niche marketplace specializing in a specific category, such as Depop for fashion or Reverb for musical instruments, is a better fit than a more generalized marketplace like eBay. Niche marketplaces offer a more targeted audience and specialized features, while general marketplaces provide broader reach. See More: https://www.coolaler.com/forums/members/ebayalternative.341251/#about By carefully considering these factors, you can confidently choose the eBay alternative that perfectly aligns with your unique buying and selling goals. Exploring these alternatives can unlock new opportunities and enhance your overall online marketplace experience. Whether you're a seasoned seller or a curious buyer, taking the time to research and compare your options is essential for success in the dynamic world of online commerce.